Strategic Services Account Executive, Media & Comms

Microsoft; City Of London; On-site; GBP 60,000 - 100,000; Full time

Job summary

A leading company in the tech industry is seeking a sales professional to drive cloud consumption and AI transformation initiatives. The ideal candidate will excel in managing customer accounts and collaborating across teams to deliver operational excellence, with a strong focus on consultative selling and account planning.

Qualifications

• Proven ability to co-create transformation plans.
• Experience in quota attainment through account and customer success plans.
• Familiarity with MACC planning and consumption forecasting.

Responsibilities

• Own the sales cycle from account planning to deal closure.
• Prioritize AI transformation initiatives via collaboration.
• Align customer conversations with business outcomes.

Skills

Sales Expertise

Unified & Consulting Services Knowledge

Customer Engagement & Planning

Technical & AI Fluency

Cross-Functional Collaboration

Job description

Responsibilities

• Maintain operational excellence and orchestration in pipeline management.
• Deliver operational deal excellence by managing collaboration time effectively and applying MCEM qualification guidance.
• Own the sales cycle from account planning, new pipeline generation through to deal closure and expansion opportunities, ensuring efficient pre-sales processes and driving cloud consumption.
• Prioritize AI transformation initiatives through MACC, Enhanced Solutions, and Midterm Selling with CSAMs/ATS, as identified through the account planning process and Microsoft Services portfolio.
• Align customer conversations with business outcomes using BV/TCO analysis to build business cases.
• Lead customer sales discussions, value propositions, and competitive positioning.
• Actively listen to customers, understand their vision, and align solutions to meet their needs through consultative selling, ensuring customer satisfaction and exceeding expectations.
• Collaborate effectively with internal teams (ATU, STU, CSU) and partners to identify and capitalize on sales opportunities using a One Microsoft approach.
• Position yourself as a trusted advisor to the account team and solution area peers.
• Engage in self-development to enhance your ability to drive solution-level discussions addressing customer business needs, maintaining knowledge across the Microsoft Services portfolio and current MCAPS priorities like AI transformation.

Qualifications

1. Sales Expertise
   • Proven ability to co-create transformation plans with AEs, CSAMs, and STUs.
   • Experience in quota attainment through account plans and customer success plans.
   • Familiarity with MACC planning, consumption forecasting, and milestone execution.
2. Unified & Consulting Services Knowledge
   • Deep understanding of Unified Base Services and Enhanced Solutions.
   • Ability to land consulting engagements, secure renewals, and grow deals within the unified services portfolio.
3. Customer Engagement & Planning
   • Skilled in account planning, including long-term visioning and roadmaps.
   • Experience leading quarterly business reviews, engaging with executives, and managing customer governance.
4. Technical & AI Fluency
   • Comfortable engaging across all MCEM stages: Listen & Consult, Inspire & Design, Manage & Optimize, Empower & Achieve.
   • Ability to align services with AI transformation goals and technical strategies.
5. Cross-Functional Collaboration
   • Strong partnership with ATU, STU, CSAM, and SSP roles.
   • Ability to incorporate service insights into planning and execution.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws. If you need assistance or a reasonable accommodation during the application or recruiting process due to a disability, please send a request via the Accommodation request form. Benefits and perks listed may vary depending on employment nature and country.